Strengthening Sales in Tough Economic Times

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Strengthening Sales in Tough Economic Times presentation for Global Entrepreneurship Week at USF St Petersburg, November 2008.

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Strengthening Sales in Tough Economic Times

  1. 1. Strengthening Sales in Tough Economic Times Global Entrepreneurship Week 2008 USF – St. Petersburg College of Business
  2. 2. Strategy
  3. 4. What will I do??? <ul><li>What will my customers do? </li></ul><ul><li>What will my competition do? </li></ul>
  4. 5. Let’s play a game…
  5. 15. So my move should be…
  6. 16. (REQUIRES: Nothing) (REQUIRES: Cash) (REQUIRES: Existing Base of Clients) (REQUIRES: Being the Ultimate Specialist in your Nice)
  7. 18. Refocus
  8. 19. This may be an opportunity!
  9. 20. Why does your target market purchase?
  10. 21. Why would they purchase from you ?
  11. 22. Why would they purchase from you ? NOT /
  12. 23. Focus on serving your best 5% … rather than 5% of everyone
  13. 24. You can’t ride two bikes at a time… So ride the one you have the best you can!
  14. 25. Try to have everything you do result in Not 1 Not 2 But 3 Results
  15. 26. Tactics to Grow by Spending
  16. 27. Perfect the brand experience for your niche.
  17. 28. Expand the reach of your differentiated brand positioning.
  18. 29. Talk to Charlene Bostic about government contracting. (813) 905-5800 http://tradeconference.coba.usf.edu FOR FREE /
  19. 30. (Maybe even internationally.) Expand geographically.
  20. 31. Tactics to Build Superior Customer Relationships
  21. 32. Be open to renegotiating contracts.
  22. 33. Benchmark against your competitors.
  23. 34. Build trust. Partner with customers for R&D, develop customer communities or provide broad/narrow casting… Spend some time with them.
  24. 35. Reassure. Use customers for references, reviews, testimonials, partnerships and to sell your ROI.
  25. 36. Tactics to Acquire Customers Smarter
  26. 37. Time vs. Money
  27. 38. Work those referrals HELP!
  28. 39. Push the boundaries of your website.
  29. 40. Increase online direct response promotions.
  30. 41. Suggested Reading
  31. 42. The Guerrilla Marketing Handbook &
  32. 43. But most of all…

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